In the rapidly changing landscape of sales, it's crucial to keep up-to-date with the best techniques for success. On this episode, Collin Stewart sat down with Drew Kluender, Senior Inside Sales Rep at Orum, to discuss the nuanced art of sales, specifically over the phone. From building a foolproof cold-calling script to mastering the art of objection handling, this in-depth conversation offers a treasure trove of insights for SDRs at every stage of their career. Highlights include: How do you b...
Oct 19, 2023•37 min•Transcript available on Metacast Breaking into a new market is no small feat. It's a labyrinth of challenges, uncertainties, and endless decision-making. But as with any maze, there's always a path to the center if you navigate it. In this podcast episode, we had the privilege of navigating this complex terrain with John Eitel, former Head of Sales at Canva. This company grew exponentially from 500 to 4,000 employees in just a few short years. Highlights include: The Journey to a New Market (1:30), Local Knowledge: A Must When ...
Oct 12, 2023•58 min•Transcript available on Metacast In this episode, Collin Stewart explores the fascinating intersection of genomics and human performance with Dr. Jeremy Koenig. With experience in athletics and a passion for genetics, Dr. Koenig takes us on a journey to understanding how our DNA can influence our daily performance, personally and professionally. This isn't just about physical capability; it's about holistically overcoming life's stresses. Emotional and mental well-being also come into play as critical factors in human performan...
Oct 05, 2023•1 hr 1 min•Transcript available on Metacast Is it enough for new hires to merely shadow the founder and absorb knowledge like a sponge in the sales world? Does the tribal wisdom of the founder, gained over countless calls and negotiations, translate seamlessly when scaled? Collin Stewart of the Predictable Revenue Podcast sought answers to these pressing questions in an engaging conversation with L’areal Lipkins, Founder and CEO of Lipkins Consulting Group. Highlights include: Why Can't I Just Hire an AE? (2:00), L'areal's Process Overvie...
Sep 28, 2023•53 min•Transcript available on Metacast In today's unpredictable sales world, resilience isn't just a bonus; it's the key to lasting success. Sales folks are facing more demanding challenges than ever, especially post-pandemic. In the latest Predictable Revenue podcast, Colin Stewart chats with Keli Frazier-Cox, diving deep into what's up with sales today. Navigating modern sales feels like a maze, especially with the economy's ups and downs. But here's the good news: a strong mindset and flexibility can be game-changers. Highlights i...
Sep 21, 2023•57 min•Transcript available on Metacast In today's rapidly evolving sales landscape, one buzzword you'll often hear is "collaboration." But do we understand what it means, especially regarding closing sales? To demystify this crucial aspect of the sales process, we tuned into a recent episode of the Predictable Revenue podcast where Colin Stewart sat down with Tom Williams, the Head of Clari Align. Highlights include: The Fine Points of Collaboration and Closing Deals (00:25), What are Mutual Action Plans? (06:30), The Steps and Stage...
Sep 14, 2023•1 hr 3 min•Transcript available on Metacast In this episode, we're diving deep into a topic we're all too familiar with—the friction between Marketing and Sales. Collin Stewart sat down with Austin LaRoche, CEO of ATAK Interactive, to explore this complex relationship. Austin, like Collin, runs an agency, and his hands-on experience in B2C and B2B marketing brings a new dimension to this age-old debate. Highlights include: The Natural Evolution of Many Companies (3:20), Brand Marketing vs. Demand-Gen Marketing (8:13), Accountability for b...
Sep 07, 2023•52 min•Transcript available on Metacast Debra Senra, VP of Sales and Client Experience at ThreeFlow, joined Collin Stewart on the Predictable Revenue podcast. With a background in post-sale experience, Debra has identified significant changes in sales leadership over the last 18 months and shared her insights in this exciting episode. They dive into the changing landscape of sales, the necessity of post-sale experience for revenue leaders, and the multifaceted role of customer success organizations at various stages of business. Highl...
Aug 31, 2023•55 min•Transcript available on Metacast In any sales engagement, the groundwork before the call can be decisive. Chris Brewer, Co-founder at OMG Commerce, shares his pre-call preparation strategy, primarily for inbound lead generation, with insights adaptable to outbound leads. Highlights include: Things to do before a Call to set yourself up for success (5:22), What to do On the Call to ensure success (22:07), On-The-Call Language (27:25), Expectation Setting and Time Management for Sales Calls (39:23), And more... Are you looking to...
Aug 24, 2023•1 hr 20 min•Transcript available on Metacast Jess Klek, CRO at Brighthire, has mastered building high-performing teams with solid cultural bonds. With experience managing large corporations and fast-growing startups, Jess joins Collin Stewart on the Predictable Revenue Podcast to explore her superpower: shaping a culture that fuels success. Highlights include: Hiring and Building Your Sales Team (1:20), What It Feels like to be in a "High Performance/Shitty Culture" Role (4:16), Everything Starts With Hiring! (11:00), The Role of Leadershi...
Aug 17, 2023•50 min•Transcript available on Metacast Michelle Vu's leadership style, encapsulated by her six pillars, highlights the importance of empathy, inclusivity, and adaptability in fostering a robust team culture. She emphasizes understanding individual motivations, ensuring every voice is heard, celebrating victories, and balancing responsibilities in unique, resonant ways. It's about achieving goals and cultivating an environment where each member can thrive. Highlights include: Michelle's Journey and The Importance of a Positive Culture...
Aug 10, 2023•58 min•Transcript available on Metacast In sales and entrepreneurship, crafting compelling narratives can be a game-changer. One of the most challenging yet influential skills in this domain is storytelling. Collin Stewart sat down with Philipp Humm, a seasoned expert in the field and the author of The Story Selling Method, to delve into the significance of storytelling in the sales realm. He shared invaluable insights on choosing the correct stories, narrating them effectively, and connecting with the audience on a deeper level. Are ...
Aug 03, 2023•52 min•Transcript available on Metacast In this episode of the Predictable Revenue Podcast, Collin Stewart meets Dan Fagella, CEO and head of research at Emerj Artificial Intelligence Research, to discuss the implementation of AI for sales in large enterprises. Dan joins us to explore how large enterprises implement AI beyond sales enablement. From his extensive experience and podcasting prowess in the field, they uncovered the high-level factors driving AI adoption and the most impactful use cases in sales. We even got a glimpse into...
Jul 27, 2023•48 min•Transcript available on Metacast In today's rapidly evolving business landscape, hiring remotely and globally has gained significant traction. The traditional model of recruiting and maintaining an exclusively local workforce is being redefined, thanks to technological advancements and the realization of the numerous benefits of a global talent pool. To shed light on this topic and provide valuable insights, we had the pleasure of sitting down with Amir Reiter, the founder and CEO of the CloudTask marketplace. With his wealth o...
Jul 20, 2023•44 min•Transcript available on Metacast Joel Klettke, Founder of CaseStudyBuddy, knows a thing or two about the power of case studies. He joined Collin Stewart for an episode of the Predictable Revenue Podcast, and in this blog post, we'll dive into the world of case studies, exploring why most companies underinvest in them and how you can build and repurpose them effectively to ensure your sales team actually uses them. Highlights include: Why don't companies invest more in case studies? (4:00), The different types of Case Studies (9...
Jul 13, 2023•57 min•Transcript available on Metacast We're thrilled to explore the intriguing story of Sales Assembly and its founder, Matt Green. What sets Sales Assembly apart? As the Chief Revenue Officer (CRO), Matt continues to work as an Account Executive (AE) within his company. Let's uncover the motivations behind this unconventional choice and discover the insights it brings to Sales Assembly's sales motion. Highlights include: Holding on to the AE role as a Founder and CRO (2:00), The Benefit of Having a Very Specific ICP (4:10), Why Not...
Jul 06, 2023•51 min•Transcript available on Metacast Is cold email dead? This age-old question has sparked debates and divided opinions. Jesse Ouellete, Founder of LeadMagic, and Vaibhav Namburi, Founder of SmartWriter, shed light on the truth behind cold email's future. Highlights Include: Is cold email really dead (1:20), What does “good” look like from a deliverability perspective (4:20), Google, Apple and other Email Security features to keep in mind (10:00), What can kill deliverability? (19:40), How many emails should you be sending per day?...
Jun 29, 2023•52 min•Transcript available on Metacast Exploring the Intersection of Sales Leadership and Founder Dynamics: Join us in this captivating podcast episode as Collin Stewart and Dean Yim delve into the fascinating realm where sales leadership, salespeople, and founders converge. Gain valuable insights into outbound strategies, customer development, and innovative HR tools like Loop. Don't miss out on unlocking the secrets of sales leadership and the challenges salespeople and founders face. Are you looking to create repeatable, scalable,...
Jun 22, 2023•50 min•Transcript available on Metacast Gray Norman joins Collin Stewart on The Monthly Meta Podcast to discuss the ins and outs of building an effective outbound sales strategy, including triggers, crafting messages, and more. Gray Norman is the VP of Pods at Predictable Revenue. Highlights include: Building an effective sales campaign sequence strategy (0:40), targeting and identifying triggers (6:04), refining your sales development process (14:14), prioritizing vs. personalizing (17:30), crafting the right messaging for cold prosp...
Jun 15, 2023•53 min•Transcript available on Metacast Christopher Filipiak joins Collin Stewart on The Predictable Revenue Podcast to discuss the framework to build meaningful conversations in founder-led sales. Christopher Filipiak is the Founder and Executive Seller at Christopher Filipiak LLC, a company dedicated to helping Founders, CEOs, and Sales Leaders to develop Sales Ready mindsets, robust systems and processes, authentic sales conversations, and Sales Ready teams that make sales daily. Highlights include: the first million dollars in sal...
Jun 09, 2023•57 min•Transcript available on Metacast Cristina Esposto and Gray Norman join Collin Stewart on this episode of the Predictable Revenue podcast to discuss new changes to the brand, service offerings, and the new methodology. Highlights include: how sales has evolved over the years (8:03), a new era for Predictable Revenue (13:14), the art of closing (17:08), sales messaging and the rise of targeting (21:01), and human talent is more important than ever (25:04). Are you looking to create repeatable, scalable, and predictable revenue? W...
Jun 01, 2023•29 min•Transcript available on Metacast Jake Bernstein joins Collin Stewart on the Predictable Revenue Podcast to discuss navigating the ever-changing landscape of sales development and harnessing artificial intelligence. Jake Bernstein is the Director of Business Development at SPINS, a leading wellness-focused data technology company that transforms trillions of retailer data into performance solutions to accelerate growth and deepen loyalty with shoppers. Highlights include: how sales development has changed (2:17), how the tech in...
May 18, 2023•44 min•Transcript available on Metacast Eric Nowoslawski and Varun Anand join Collin Stewart on the Predictable Revenue Podcast to discuss exciting ways of prospecting using AI for writing messaging and targeting. Eric Nowoslawski is the Founder of Growth Engine X, an outbound agency leveraging over 20+ data sources to send relevant and personalized cold emails to ideal prospects. Varun Anand is the Head of Operations of Clay, a data provider that simplifies prospecting by bringing together 50+ data sources to build highly targeted le...
May 04, 2023•1 hr 11 min•Transcript available on Metacast Gavin Page joins Collin Stewart on the Predictable Revenue Podcast to discuss the changes that have occurred in sales development and how to communicate your value in a challenging economy. Gavin Page is the Founder and Director of Excelerate360, an end-to-end sales service, that provides support and resources to clients at each stage of their sales cycle. Highlights include: how sales development has changed (0:55), dynamics of sales with tightened budgets (4:46), what we can do differently now...
Apr 27, 2023•42 min•Transcript available on Metacast Josh Schwartz joins Collin Stewart on the Predictable Revenue Podcast to discuss the importance of building rapport with prospects and different social selling tactics to stand out. Josh Schwartz is the Head of Sales Acceleration Practice at Bregal Sagemount, a team of 20+ professionals who've helped take Valley startups and global enterprises to the next level, available to help you grow and succeed. Highlights include: the importance of building a relationship (15:45), how to stand out as a sa...
Apr 20, 2023•53 min•Transcript available on Metacast Matthew Roberts joins Collin Stewart on the Predictable Revenue podcast to discuss his expertise in the sales career development process. Matthew Roberts is Leading Sales Development at Mosaic, a strategic finance platform that empowers finance leaders to make more profitable decisions. Highlights include: what Matthew loves most about sales leadership (2:30), sales career development process (11:02), employee incentives & implementing gamification (14:01), good targeting vs. good messaging (19:...
Apr 13, 2023•39 min•Transcript available on Metacast Andrew Sykes joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the importance of practice in sales. Andrew Sykes is the CEO and Founder of Habits at Work, a sales training company designed to help teams practice and embody the mindsets, skills, and habits that build customer trust. Highlights include: developing embodied skills and the importance of practice in sales (1:59), the critical embodied skills that we need to be practicing (8:38), how and where to start...
Apr 06, 2023•58 min•Transcript available on Metacast Taylor Jones joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the different ways of improving your sales process and how to take that improvement into your own hands. Taylor Jones is the Director of Sales at Zip, an intake-to-procure solution to bring a consumer-grade user experience to B2B purchasing. Highlights include: the importance of diagnosing and focusing (1:33), figuring out what to focus on as a sales leader (2:46), taking improvement into our own hand...
Mar 30, 2023•39 min•Transcript available on Metacast Joey Williams joins the Predictable Revenue podcast to discuss prospecting with purpose: navigating challenges and building relationships. Joey is the Director of Sales Development at Chili Piper, an inbound lead conversion and scheduling app. Highlights include: the value of persistence in an SDR (2:55), sales development tactics every rep needs to know (8:54), why SDRs need to have control over who they’re targeting (12:15), how Rules of Engagement affect the prospecting process (14:40), tips ...
Mar 16, 2023•57 min•Transcript available on Metacast AJ Cassata joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss establishing authority and generating leads on Facebook. Highlights include: how AJ got into sales development consulting (1:15), how community drove early growth at RevenueBoost (11:10), how your Facebook group can act as a lead magnet (17:55), how to choose the right platform for your community (20:05), two factors to consider before starting a community (26:00), the step-by-step process of building a...
Mar 09, 2023•59 min•Transcript available on Metacast 
